‘Worldwide Pharma Contract Sales Revenues Will Reach $5.24bn in 2015′ Says Visiongain Report

LONDON, October 4, 2011 -

www.visiongain.com/Report/691/World-Pharma-Contract-Sales-Organisation-%28CSO%29-Market-2011-2021

A new report by visiongain, a London-based business information company, predicts that worldwide pharma contract sales revenues will reach $5.24bn in 2015. In particular, non-personal promotional services will stimulate market growth. After 2015, revenues for the pharmaceutical contract sales market will continue to rise. Those findings appear in World Pharma Contract Sales Organisation (CSO) Market 2011-2021, published in September 2011.

Providing field sales teams was the largest source of revenue for CSOs in 2010, accounting for 80% of the contract sales market. Pharmaceutical companies in the US, Europe and Japan will continue to reduce their in-house sales forces over coming years, providing an opportunity for outsourcing. Also, greater emphasis on specialty drugs will require new procedures and expertise for sales teams. E-detailing, tele-detailing and medical science liaison (MSL) will have greater prominence, with service providers contributing significantly, visiongain’s study finds.

Richard Lang, pharmaceutical industry analyst, said: “Face-to-face detailing of healthcare professionals is still the most common pharmaceutical sales technique in many markets. However, with increasingly busy schedules, more and more doctors are implementing ‘no-see’ policies for sales reps. Pharmaceutical companies will look to CSOs for new approaches to sales, targeting doctors and healthcare payers. The drive to cut rising healthcare costs will increase the influence of payers in future prescribing decisions.”

Between 2011 and 2021, demand for contract sales services will be highest in developed markets. In 2010, the US, Europe and Japan accounted for most of the world market. Demand for contract sales services will also rise strongly in emerging pharma markets such as China and India, according to visiongain’s predictions. Companies seeking to enter or expand their sales presence in developing pharma markets will rely increasingly on the local knowledge and expertise of CSOs.

Visiongain forecasts that the overall pharmaceutical contract sales market will grow steadily to 2021. Technology will continue to provide opportunities for innovative methods of pharmaceutical sales. Online detailing and promotion will become commonplace in the near future. Contract pharma organisations must take advantage of those developments to remain competitive this decade. Visiongain’s new study adds to its series of reports on the pharmaceutical outsourcing industry and market. Each year, visiongain publishes a wide range of analytical reports for healthcare and other industries.

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www.visiongain.com/Report/691/World-Pharma-Contract-Sales-Organisation-%28CSO%29-Market-2011-2021

Table of Contents

1. Executive Summary
   1.1 Pharmaceutical Contract Sales: Market Review
   1.2 Chapter Breakdown
   1.3 Research and Analysis Methods

   2. Introduction to Pharmaceutical Contract Sales
   2.1 Pharmaceutical Sales Models
   2.1.1 Detailing
   2.1.1.1 Sampling
   2.1.2 Direct-to-Consumer (DTC) Marketing
   2.1.3 The Patent Cliff
   2.1.4 Pharmaceutical Sales Staff Reductions
   2.1.5 Changes Required to the Sales Model
   2.2 Pharmaceutical Outsourcing
   2.3 Contract Sales Organisations (CSOs)
   2.3.1 Key Services Provided by CSOs
   2.3.1.1 Dedicated Sales Teams
   2.3.1.2 Shared Sales Teams
   2.3.1.3 Telesales and Non-Personal Promotion
   2.3.1.4 Medical Science Liaison and Clinical Education
   2.3.1.5 Personnel Recruitment and Training
   2.3.2 Benefits to Outsourcing Pharmaceutical Sales

   3. The Pharmaceutical Contract Sales Organisation Market 2011-2021
   3.1 The Pharmaceutical Contract Sales Organisation Market in 2010
   3.2 The Pharmaceutical Contract Sales Organisation Market: Overall Revenue Forecast 2011-2021
   3.2.1 Contract Sales Organisations of the Future
   3.2.2 CSO Subsector Market Shares 2011-2021
   3.3 Outsourced Field Sales Teams Market 2010
   3.3.1 Outsourced Field Sales Teams Market: Revenue Forecast 2011-2021
   3.4 Non-Personal Promotion Services Market 2010
   3.4.1 Non-Personal Promotion Services Market: Revenue Forecast 2011-2021
   3.4.2 E-Detailing
   3.5 Other CSO Services Market 2010
   3.5.1 Other CSO Services Market: Revenue Forecast 2011-2021

   4. Leading National Contract Sales Markets 2011-2021
   4.1 Breakdown of the Global Pharmaceutical Contract Sales Market 2010
   4.1.1 A Comparison of Pharmaceutical Sales in the US, Europe and Japan
   4.2 Leading National Markets: Revenue Forecasts 2011-2021
   4.2.1 The US: Revenues 2011-2021
   4.2.2 The European Market: Revenues 2011-2021
   4.2.2.1 European Contract Sales Market Forecasts 2011-2021
   4.2.2.2 The UK: Revenues 2011-2021
   4.2.2.3 Germany: Revenues 2011-2021
   4.2.2.4 France: Revenues 2011-2021
   4.2.2.5 Italy: Revenues 2011-2021
   4.2.2.6 Spain: Revenues 2011-2021
   4.2.3 Japan: Revenues 2011-2021
   4.2.3.1 CMIC Group
   4.2.4 China: Revenues 2011-2021
   4.2.4.1 Invida Group
   4.2.5 India: Revenues 2011-2021
   4.2.5.1 FMRAI
   4.3 Regional Regulatory Issues and Developments
   4.3.1 US Bribery Concerns
   4.3.2 US Healthcare Reform 2010
   4.3.2.1 Physician Payment Sunshine Act
   4.3.3 European Regulatory Developments
   4.3.3.1 Direct-to-Consumer (DTC) Marketing
   4.3.3.2 UK Bribery Act 2010
   4.3.4 China

   5. Leading Contract Sales Organisations in 2011
   5.1 InVentiv Health
   5.1.1 Recent Activity
   5.1.2 Recent Industry Partnerships
   5.2 OnCall
   5.3 PDI
   5.3.1 Expanded Services 2010-2011
   5.3.1.1 Interpace BioPharma
   5.3.2 Revenue and Recent Performance Analysis
   5.3.2.1 Company Performance 2011
   5.4 Pharmexx
   5.4.1 Recent Performance Analysis
   5.4.2 Indian Expansion
   5.5 Publicis Touchpoint Solutions
   5.5.1 Recent Industry Partnerships
   5.6 Quintiles
   5.6.1 Quintiles Sales Services
   5.6.1.1 Expanded Services 2011
   5.6.2 Recent Industry Partnerships
   5.7 United Drug
   5.7.1 Recent Performance and Future Directions
   5.7.1.1 United Drug Acquires InforMed

   6. Contract Sales Industry Trends 2011-2021
   6.1 Strengths and Weaknesses in the Pharmaceutical Contract Sales Market, 2011
   6.1.1 Risks and Benefits for Outsourcing Pharma Sales Operations
   6.2 Pharmaceutical Industry Trends Affecting the Contract Sales Market 2011-2021
   6.2.1 The Popularity in Developing Specialty Drugs
   6.2.2 Patent Expiries and Lifecycle Management
   6.2.3 Generics and Biosimilars
   6.2.4 Growth in the Asian Pharmaceutical Markets
   6.3 Opportunities and Threats in the Pharmaceutical Contract Sales Market, 2011-2021
   6.4 Social Factors
   6.4.1 Ethics in Pharmaceutical Sales
   6.4.2 Ethics in US Pharmaceutical Sales
   6.4.3 Ethics in EU Pharmaceutical Sales
   6.4.4 Limited Access to Doctors
   6.5 Technological Advances
   6.5.1 Digital and Virtual CSO Services
   6.5.1.1 Example: Auctis and Virtual Contract Sales Services
   6.5.1.2 Example: NetworksMD and Pharmalink E-Detailing Services
   6.5.2 iPad and Tablet PCs
   6.5.2.1 Example: Merquiro Pharma
   6.5.2.2 Example: Veeva Systems
   6.5.3 The Future of Customer Relationship Management (CRM)
   6.5.3.1 CSOs and Social Media
   6.6 Economic Pressures
   6.6.1 Cuts to Sales Rep Numbers
   6.7 Political Issues
   6.7.1 The Declining Influence of the Prescriber
   6.7.2 Regulatory Developments
   6.7.2.1 US Overtime Lawsuits
   6.8 The Sales Team of the Future
   6.9 New Outsourcing Models
   6.9.1 Strategic Partnering
   6.9.2 Embedding

   7. Research Interview
   7.1 Mandy Willmore, Managing Director, PowermedPlus
   7.1.1 PowermedPlus
   7.1.2 Difference Between Pharmaceutical Contract Sales and OTC Contract Sales
   7.1.3 The Current and Future Role of CSOs in the UK
   7.1.4 Challenges Facing CSOs
   7.1.4.1 Differences Between the UK and the Rest of Europe
   7.1.5 The Role of Technology
   7.1.6 The Potential Impact of NHS Reforms

   8. Conclusions from Our Study
   8.1 Market Growth for Pharma Contract Sales Outsourcing 2011-2021
   8.2 A World Market Dominated by the US Sector
   8.3 New Demands from the Pharmaceutical Industry
   8.3.1 Specialty Medicine, Biosimilars and Genericisation
   8.4 CSOs as Strategic Partners

Notes for Editors

If you are interested in a more detailed overview of this report, please send an e-mail to sara.peerun@visiongainglobal.com or call her on +44 (0) 207 336 6100

About visiongain

Visiongain is one of the fastest growing and most innovative independent media companies in Europe. Based in London, UK, visiongain produces a host of business-2-business conferences, newsletters, management reports and e-zines focusing on the Energy, Telecoms, Pharmaceutical, Defence, Materials sectors.

Visiongain publishes reports produced by its in-house analysts, who are qualified experts in their field. Visiongain has firmly established itself as the first port-of-call for the business professional, who needs independent, high quality, original material to rely and depend on. 

For an exec summary please contact Sara Peerun
Email: sara.peerun@visiongain.com
Tel: +44 0 20 7336 6100
Web: www.visiongain.com

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